Trending Articles

Maximize Every Prospecting Call

The Pipeline

By Tibor Shanto. Every mode of communication offers opportunities for proactive prospectors, which is why you don’t want to skip the phone. The phone offers a number of advantages absent from email, LinkedIn and other social platforms. It creates contact between two human beings.

How a CEO Exceeds Integration Expectations

Sales Benchmark Index

Today Chris Downie, CEO of Flexential, joins us to discuss the best practices in merging companies together. He provides insight into the checks and balances of company mergers and shares his experience forming Flexential from two legacy companies. Click here for.

Unlocking Cross-Sell and Upsell Potential by Activating the Product Team

Sales Benchmark Index

The role of a Product Leader is dynamic. Listening to the market, monitoring competitors and developing new products are core responsibilities. They set the organization up for growth. Yet, one of the lesser associated responsibilities of a Product Leader is translating.

How I knew I was going to lose a $200k deal

John Barrows

There are a bunch of key indicators that happen throughout the buying/selling process that help us understand the true ‘health’ of any opportunity we’re working on and whether we’re in a good or bad position to win the deal.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

The 4 Most Common Buyer Types (And How To Sell To Them!)

MTD Sales Training

One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. They can be known as ‘buyer types’. Some people prefer to buy quickly, others slowly.

Buyer 208

More Trending

Beating your Stress Quota

The Pipeline

By Tibor Shanto. Stress is something we all deal with no matter what we do; what we stress over will vary, but we live in stressful times. Expectations we set, those set by others and ones life chooses to serve at random, all make for a daily dose of stress.

Quota 196

Promoted! Now What? First-Time Sales Manager Series

Connect2Sell

You’re new to your role as a Sales Manager. Congratulations on your recent promotion! Not promoted yet but angling for a sales manager role? Here's a post to help you get there.). career Learning to lead manager or leader new sales manager

The Voicemail Message with Everything but the Kitchen Sink

Understanding the Sales Force

This week I received a voicemail message from a salesperson that literally included everything but the kitchen sink. I don't recall listening to a voicemail that sounded like this before. I don't think voicemails like this are effective. I don't like voicemails like this.

Practice Doesn’t Make Perfect

Mr. Inside Sales

We’ve all been taught that practice makes perfect, but it doesn’t. If it did, then we’d all be great golfers, tennis players, and sales reps. But we aren’t, are we? The truth is: Practice only makes permanent. If you practice poor technique—then you’re going to get really good at being what?

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Speaker: Claire Beatty, Editorial Director - Asia, MIT Technology Review Insights

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Beating your Stress Quota

The Pipeline

By Tibor Shanto. We live in stressful times , no matter what we do, stress will be a factor, especially in sales. What we stress over will vary. Expectations we set, those set by others and ones life chooses to serve at random, all make for a daily dose of stress.

Quota 176

Does Your Marketing Team Match Your Customer Acquisition Strategy?

Sales Benchmark Index

Marketing team structures too often are remnants from the days of print ad dominance. Sure they’ve evolved, but the core structure is often the same. Modernization has been performed by adding ‘vertical’ skills onto existing structure. Few organizations have retooled.

Stitching Intent Data into Your Sales Strategy

DiscoverOrg Sales

?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. Today, we’re talking through the buying journey and intent data – from the perspective of my true-life example of buying a sewing machine for my fiancée.

Data 156

The Power of Resilience and Persistence in Selling

Score More Sales

I never thought I’d see Tiger Woods win another Masters tournament. That just happened. Sales Skills sales goals Professional Development

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

What Makes the Best Teams Tick?

Sales and Marketing Management

Author: Kurt Nelson PhD & Tim Houlihan It’s important to begin by acknowledging that teams are different from work groups. We often use “teams” to describe groups of people who work together, like sales teams.

Google 205

Three Ways Digital Transformation Trends Apply to Sales & Marketing Behavior

Smart Selling Tools

Three Ways Digital Transformation Trends Apply to Sales & Marketing Behavior. If you asked 10 different business leaders to describe how digital transformation applies to their business, you would probably get 10 different responses.

Trends 127

How to Improve Your Marketing Campaign Execution

Sales Benchmark Index

Why Customer Experience Should Be Top of Mind for Sales Leaders

No More Cold Calling

Are you creating an experience that drives revenue and referrals? How much did you say that cost?” I asked the barista. I knew I heard him correctly, but I still couldn’t believe it was $5.50 for a cup of coffee—not a mocha, not a latte, not a cappuccino, just coffee.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

3 Ways Corporate Hierarchy Data Can Accelerate B2B Enterprise Sales

DiscoverOrg Sales

What is corporate hierarchy? It’s the business landscape upon which epic battles are fought. And there’s no question that B2B sales is a battlefield: Reputations, sales, and profits are lost and won. As with any battle, the key to winning is knowing the terrain on which the battle is taking place. Nowhere is this more critical than in enterprise sales, where understanding an organization’s corporate hierarchy can illuminate the battlefield.

The Sales Playbooks Every Sales Team Needs

Costello

In our latest research done in partnership with Databox , marketers and sales managers agree that playbooks improve the effectiveness and efficiency of calls, help train new salespeople and ensure product and services are correctly positioned.

SalesTech Video Review: Bigtincan

Smart Selling Tools

SalesTech Video Review: Bigtincan. Bigtincan is a Sales and learning platform that enables onboarding & training, coaching, call preparation, customer engagement & follow-up. It delivers a beautiful command center with quick access to content as well as learning material.

Video 83

SBI Promotes Eric Estrella and Josh Horstmann to Partner

Sales Benchmark Index

Dallas, Texas – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, is pleased to announce that both Eric Estrella and Josh Horstmann have been promoted to Partner. Estrella most recently served as SBI’s Senior Vice President of Client. News & Press SBIEurope

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Critical to B2B sales success - stakeholder assessments

Membrain

One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we have failed to identify all the key stakeholders or to understand how to get them all to support our approach.

B2B 77

How to Send an Email: 13 Mistakes You Should Avoid in 2019

Hubspot Sales

With active email accounts expected to hit 5.6 billion by the end of 2019, it's no wonder email is the one sales and marketing trend that just won't go away. But there's so much noise in our inboxes today. How do you stand out?

Are You Using Generally Accepted Accounting Principles?

Smooth Sale

Attract the Right Job or Clientele: NOTE: Jessica Pyykkonen, Promotions Coordinator, Ghergich & Co. provides today’s guest Infographic. There are many types of accounting methods that businesses may use and still follow the ‘Generally Accepted Accounting Principles.’

How to be a Thought Leader on LinkedIn

The Center for Sales Strategy

The starting point of being a thought leader on LinkedIn is to use social selling as a way to connect with high potential prospects.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Asking Questions In Sales – What You Need To Know

InsideSales.com

Discover the value of asking questions in sales and learn the different types of sales questions to help you figure out the needs of your customers in this post.

How to build a Revenue Stack with the right SalesTech: with Nancy Nardin

Smart Selling Tools

How to Build a Revenue Stack with the Right SalesTech: with Nancy Nardin. This week, David, Anand and Chitra Iyer are joined by Nancy Nardin, creator of the Nancy Nardin Salestech Landscape, to talk about all things Salestech.

How to Identify the Next Big Thing

Hubspot Sales

When I hear someone mention “the next big thing,” I generally roll my eyes. It’s usually the same recycled two or three points you find scattered across the web and every other self-titled thought leader’s blog (cue: “ 2019 will be the year or AI and Blockchain ”).